Originally published at InfraLaunchPro
There is a category of commercial loss that never appears on the P&L.
It is not a failed campaign.
It is not a cost line.
It is not a lost tender you know about.
It is the cumulative effect of misalignment across your commercial system — and it compounds quietly, every quarter, without triggering an alert.
What misalignment looks like in practice.
A manufacturer with strong product margins running lower realised margins than the product should produce. The gap is not visible in the P&L as a specific cost. It is the sum of pricing decisions made without a pricing architecture, channel discounts applied without a channel strategy, and distributor relationships managed on rapport rather than commercial governance.
A distributor with a healthy-looking pipeline that consistently underconverts. The issue is not sales execution. It is positioning misalignment — the message reaching the buyer does not match what the buyer needs to hear to make a decision at the required speed.
An owner-led business with significant activity and inconsistent revenue return. Leadership is working harder each quarter. The system underneath the activity was never designed for the revenue being attempted.
In diagnostic practice, we call this revenue leakage.
It is not a failed campaign you can point to. It is recoverable commercial value that the current architecture is failing to capture.
The characteristics of revenue leakage make it structurally invisible to standard reporting. It does not appear as a cost. It appears as a gap between what the business should be producing and what it is producing.
Most leadership teams know this gap exists. They attribute it to market conditions, competitive pressure, or execution quality. In diagnostic engagements, we find consistently that the gap is architectural.
Architecture problems have architecture solutions.
Revenue leakage is recoverable. But it requires examining the system producing it — not just the activities running through it.
The InfraLaunchPro Assessment was built to identify exactly where that leakage is occurring, before it compounds further.
